Exam 11: Sales Management and Sales 2.0

Career fairs are common external sources of job candidates used to fill open positions.

Span of control refers to the number of individuals who report to each sales manager.

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Because they are not managers, salespeople can never possess any real power.

A sales organization ______________ is a comprehensive, systematic approach for evaluating sales organization effectiveness, which provides management diagnostic as well as prescriptive information.

Sharon has decided to conduct a sales analysis. She will be examining unit sales by district in the current period to unit sales by district in the previous period. The one key decision regarding the sales analysis Sharon still needs to make is _______?

Most companies hiring college graduates no longer use job applications, they rely on resumes for the information they need.

Under an outcome-based evaluation system, Susan (a salesperson)will likely be measured on how her actual sales compare to her sales quota.

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

Bill has four salespeople that report directly to him, and Bill reports their activity to the manager of his region. Bill is most likely a:

As a manufacturer representative, Susan sells products manufactured by other companies.

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

Validity refers to the evaluation measures stability over time and internal consistency.

Social networking is great for personal relationships but is generally thought of as unprofessional in when used in a b2b context.

__________________ involves performance assessment of a salesperson for multiple sources having a relationship with the salesperson (i.e., customers, managers, and staff).

Andrew uses a combination of software, content, and communications tools that can be accessed from many different devices to help him achieve his sales objectives. Andrew is taking advantage of __________________.

Which of the following are the two types/categories of salesperson performance criteria?

The use of multiple-person sales teams in dealing with multiple-person customer buying centers is referred to as _________________.

Dana is looking for a software application that will allow her sales organization to collect, manage, and utilize information about its customers in an effort to improve customer relationships and sales productivity. Dana should be looking for a _____________________ application.